I run a membership for mid-career managers and I've just finished a run of three live workshops in Galway. Same content each time, different rooms. The first I soft-pitched the membership at the end, got four sign-ups. The second I said nothing, just thanked them and sent a follow-up email two days later, got one. Third I pitched hard at the end and got nine, but three of those have already gone quiet.
I genuinely don't know which one worked, or whether the pitch timing is even the variable. My completion rates are poor as it is and I'm wary of adding people who signed up in the room and never open anything again.
What are people actually doing at the end of a live session? Pitch live, or take the room and follow up? And does anyone have a way of telling whether the ones who buy on the night ever finish anything?